Download or read book An Integrative Perspective on Bilateral Governance of Buyer seller Relationships in Key Accounts Context written by Aditya Gupta and published by . This book was released on 2015 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: In this dissertation, I seek to understand the spillover effects of selling team composition, structure, and knowledge creation and utilization processes (i.e., seller intrafirm aspects) on the buyer-seller relationship management (i.e., interfirm aspects) and in turn on seller firm's performance. My dissertation comprises of a brief introduction, one conceptual essay, one empirical essay, and a conclusion. The conceptual essay sets the base for the second empirical essay. For the empirical essay, I collect primary survey data using an online panel of key account managers across multiple industries and firms to investigate the spillover effect of intrafirm relational ties network on the interfirm buyer-seller relational ties network and seller's performance.In the first essay, I consider, in the context of key account management, (1) the relationship between various governance mechanisms (namely, process control, output control, proscriptive norms and prescriptive norms) available to buyer and seller firms to manage the interfirm relationships and seller's performance, (2) how the relationship between these governance mechanisms and seller's performance is affected by identity multiplicity and coordination complexity stemming from knowledge and resource diversity within the selling team (intrafirm aspects), and (3) solutions specific to key account management setting (namely, identity shaping, identity highlighting and centralization) to overcomes issues of identity multiplicity and coordination complexity and improve the relationship between governance mechanisms and seller's performance.In the second essay, I use network conceptualization to evaluate the combined effect of intrafirm consultation network (used to evaluate the knowledge utilization and creation processes) within the selling team and interfirm communication network (used to evaluate information exchange) between buyer and seller firms on seller's performance. I provide theoretical predictions and empirical evidence that there is a spillover effect of intrafirm consultation network on the interfirm communication network. I show that certain intrafirm network structure and interfirm network structure when combined together improve seller's performance by 4%-8%. For, instance, intrafirm consultation network centered on a selling team member (i.e., highly centralized network) combines with high number of ties in interfirm communication network to improve seller's performance.
Download or read book Key Account Management in Business to Business Markets written by Stefan Wengler and published by Springer Science & Business Media. This book was released on 2007-11-06 with total page 309 pages. Available in PDF, EPUB and Kindle. Book excerpt: Stefan Wengler provides a well founded answer to the question of the economic value and shows the need for the implementation of key account management. He presents a comprehensive, but easy-to-handle decision-making model that supports the decision on the most efficient key account management organization for individual companies. In addition, he gives a comprehensive overview on the key account management conception and its controlling tools.
Download or read book Marketing Theory and Applications written by and published by . This book was released on 1990 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Academy of Management Journal written by Academy of Management and published by . This book was released on 2003 with total page 834 pages. Available in PDF, EPUB and Kindle. Book excerpt: Focus on management theory and practice
Download or read book Understanding Business Markets written by IMP Project Group and published by . This book was released on 1990 with total page 556 pages. Available in PDF, EPUB and Kindle. Book excerpt: Manual sobre las operaciones de marketing donde se analizan los conceptos básicos, el desarrollo de estrategias, el marketing internacional, la interacción y las redes entre las actividades de negocios de compra y venta y las relaciones de mercado en un contexto internacional.
Download or read book Supply Chain Development for the Lean Enterprise written by Robin Cooper and published by Routledge. This book was released on 2017-12-06 with total page 496 pages. Available in PDF, EPUB and Kindle. Book excerpt: Four questions determine whether a company is using interorganizational cost management. Does your firm set specific cost-reduction objectives for its suppliers? Does your firm help its customers and/or suppliers find ways to achieve their cost-education objectives? Does your firm take into account the profitability of its suppliers when negotiating component pricing with them? Is your firm continuously making its buyer-supplier interfaces more efficient? If the answer to any of these questions is ""no"", your firm risks introducing products that cost too much or are not competitive. The full potential of the supply network can be realized only when the entire supply chain adopts interorganizational cost management practices. Competitive pressure has led many firms to try to increase the efficiency of supplier firms through interorganizational cost management systems, a structured approach to coordinating the activities of firms in a supplier network to reduce the total costs in the network. It is particularly important to lean enterprises for two reasons: Lean enterprises typically outsource more of the added value of their products than their mass producer counterparts. Lean enterprises usually compete more aggressively and must manage costs more effectively. Interorganizational cost management can reduce costs in three ways: through product design, through product manufacture and through cooperative approaches between buyers and suppliers to build smoother interfaces. However, more than just cost management must cross interorganizational boundaries. Suppliers are also a major source of innovation for lean enterprises. Successful supplier networks encourage every firm in the network to innovate and compete more aggressively. Read this book to learn to manage the supply chain to forge competitive advantage while reducing costs.
Download or read book Implementing Key Account Management written by Javier Marcos and published by Kogan Page Publishers. This book was released on 2018-08-03 with total page 353 pages. Available in PDF, EPUB and Kindle. Book excerpt: Implementing Key Account Management is a highly practical handbook that guides readers through the realities of rolling out a functional key account management programme. The book offers an integrated framework for key account management (KAM) that businesses can use to design or further develop strategic customer management programmes, enabling them to overcome the obstacles that organizations often face when rolling out their strategies. Bringing together the experiences of leading experts within this field, Implementing Key Account Management draws on two decades of research and best practice from Cranfield University School of Management, one of the foremost centres for researcher and thought leadership in KAM. Between them, the authors have designed and delivered programmes globally for clients such as Rolls-Royce, Unilever, Vodafone, The Economist and many more. Rigorously researched, well-grounded and practical, this book is - quite simply - the definitive, go-to resource for implementing key account management programmes.
Download or read book Model Rules of Professional Conduct written by American Bar Association. House of Delegates and published by American Bar Association. This book was released on 2007 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Model Rules of Professional Conduct provides an up-to-date resource for information on legal ethics. Federal, state and local courts in all jurisdictions look to the Rules for guidance in solving lawyer malpractice cases, disciplinary actions, disqualification issues, sanctions questions and much more. In this volume, black-letter Rules of Professional Conduct are followed by numbered Comments that explain each Rule's purpose and provide suggestions for its practical application. The Rules will help you identify proper conduct in a variety of given situations, review those instances where discretionary action is possible, and define the nature of the relationship between you and your clients, colleagues and the courts.
Download or read book The Oxford Handbook of Inter organizational Relations written by Steve Cropper and published by Oxford Handbooks Online. This book was released on 2008 with total page 808 pages. Available in PDF, EPUB and Kindle. Book excerpt: Inter-organizational relations (IOR), the study of Strategic Alliances, Joint Ventures, Partnerships, Networks and other forms of relationship between organizations, is a field of study that has burgeoned over the last four decades, but is fragemented, drawing contributions from a wide variety of disciplines, theoretical bases, and sectoral interests. The Oxford Handbook of Inter-Organizational Relations provides a structured overview of the field. With contributions from leading international experts on their particular areas of expertise, it is an authoritative introduction to its research findings. The material is organized in three main sections. The first relates to research that focuses on particular manifestations of IORs such as industry, supply, policy and project networks, public and voluntary sector partnerships, strategic alliances, and so on. The second section relates to research that stems from distinct disciplinary or theoretical bases, including, institutional theory, social networks, evolutionary theory, transaction cost economics, management process, psychology, critical theory political theory, economic geography, and the legal perspective. The third section focuses on key topics in contemporary IOR topics--or those that will become so in the future. These include, trust, power, development interventions, social capital, learning and knowledge, dynamics and change, and evaluation. About the Series Oxford Handbooks in Business & Management bring together the world's leading scholars on the subject to discuss current research and the latest thinking in a range of interrelated topics including Strategy, Organizational Behavior, Public Management, International Business, and many others. Containing completely new essays with extensive referencing to further reading and key ideas, the volumes, in hardback or paperback, serve as both a thorough introduction to a topic and a useful desk reference for scholars and advanced students alike.
Download or read book Bulletin of the Atomic Scientists written by and published by . This book was released on 1970-06 with total page 116 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Bulletin of the Atomic Scientists is the premier public resource on scientific and technological developments that impact global security. Founded by Manhattan Project Scientists, the Bulletin's iconic "Doomsday Clock" stimulates solutions for a safer world.
Download or read book Innovation and Strategy written by Rajan Varadarajan and published by Emerald Group Publishing. This book was released on 2018-06-29 with total page 371 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume focuses on substantive issues in innovation, marketing strategy, and the nexus of innovation and marketing strategy.
Download or read book Geospatial Aspects of Managing the Development of Complex Systems written by Eugene Istomin and published by Springer Nature. This book was released on 2023-06-10 with total page 418 pages. Available in PDF, EPUB and Kindle. Book excerpt: The monograph presents the results of the development of the theoretical foundations of geoinformation management of the development of distributed organizational and technical systems and territories. The objectives of the research identified the main tasks to be solved: 1) conceptual analysis of the processes of geoinformation management of the development of spatially distributed natural and technical systems. 2) methodological foundations for managing the development of natural and technical systems. 3) methodological apparatus for providing geoinformation management for the development of natural and technical systems. 4) geoinformation systems for managing the development of natural and technical systems. 5) methods and models of decision-making risk management in managing the development of natural and technical systems. The results obtained allow, at subsequent stages of research, to develop decision-making methods based on geoinformation for real control systems of various levels and purposes, practical recommendations for improving geoinformation risk management for the development of territories and organizational and technical systems, as well as methods for measuring the parameters of distributed systems, territories and water areas.
Download or read book Customer Relationship Management written by Francis Buttle and published by Routledge. This book was released on 2009 with total page 495 pages. Available in PDF, EPUB and Kindle. Book excerpt: This title presents an holistic view of CRM, arguing that its essence concerns basic business strategy - developing and maintaining long-term, mutually beneficial relationships with strategically significant customers - rather than the operational tools which achieve these aims.
Download or read book Fundamentals of Supply Chain Management written by and published by Bookboon. This book was released on with total page 112 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Organization Theory and Project Management written by Arthur L. Stinchcombe and published by . This book was released on 1985 with total page 372 pages. Available in PDF, EPUB and Kindle. Book excerpt: These studies of project management in the Norwegian North Sea focus on how administrations composed of many organizations deal with risk and uncertainty. Individul chapters examine strategies for: coordinating multi-agency activities; distributing risks through insurance; reducing transaction costs by incorporating hierarchical features into written contracts; and, developing consensus about information used in decision making that spans several organizations. The ways in which these issues are linked to those of governmental policy are also discussed.
Download or read book Organizational Systematics written by Bill McKelvey and published by Univ of California Press. This book was released on 2022-05-13 with total page 528 pages. Available in PDF, EPUB and Kindle. Book excerpt: This title is part of UC Press's Voices Revived program, which commemorates University of California Press’s mission to seek out and cultivate the brightest minds and give them voice, reach, and impact. Drawing on a backlist dating to 1893, Voices Revived makes high-quality, peer-reviewed scholarship accessible once again using print-on-demand technology. This title was originally published in 1982.
Download or read book Saudi Arabia written by Christopher M. Blanchard and published by DIANE Publishing. This book was released on 2010-11 with total page 55 pages. Available in PDF, EPUB and Kindle. Book excerpt: Contents: (1) Recent Developments; (2) Background: Saudi Arabia (SA)-U.S. Relations, 1931-2001; 9/11 and its Aftermath; Recent Assessments; Terrorist Financing; (3) Congress. Interest in SA: U.S. Foreign Assist. to SA and Prohibitions; Counter-terrorism Assist.; BAE Corruption Inquiry; (4) Current Issues in U.S.-SA Relations; Mil. Cooperation: Counterterrorism; Al Qaeda; Combating Extremism; Arab-Israeli Conflict; SA-Palestinian Relations; SA Policy Priorities in Iraq; U.S.-SA Trade; U.S. Oil Imports and SA Policy; SA Boycott of Israel and WTO Membership; Human Rights, Religious Freedom, and Political Reform; Leadership and Succession; Social Reform Debates and Recent Leadership Changes; Human Rights; Religious Freedom.
